Fisher & Ury – Getting to Yes: Negotiating Agreement, without giving in

Conflicten oplossing, en tergelijkertijd ieders behoeften realiseren, respecteren.

1. People

• People isn't the Problem

• Conflict often emerges because we do not disconnect the problem from the person

• DISCONNECT, and rule out emotion

• Do not take it personally!

– You are more than just some thoughts

2. Interests

• Focus on interests in stead of positions

• Why did the problem emerge?

• Why do people want what they ask me?

• What are THEIR interests?

Empatie is hier heel erg belangrijk!

3. Opties

• Look at ALL options

• Is a (partial) win-win no solution at all?

4. Criteria

• Use objective criteria in your arguments

• That have been used before

• That have been proven to be correct

– ! Check resources!

En, kijk ook naar de vijf onderhandelingsposities!

POSITION 1

I am right, You are wrong

POSITION 2

I am wrong, You are right

POSITION 3

Both right, Both wrong

POSITION 4

The issue isn’t important (what is the absolute worst that can happen?!)

POSITION 5

There is truth in all perspective